Tech Data’s 2010 Physical Security Playbook Enablement for Networking Resellers

Tech Data Confidential 2 Physical Security powered by: Understanding the Market Vendor Connections Training Resources Solutions Central Selling Support Fast-Path Playbook for Physical Security

Tech Data Confidential 3 Vendor Connections: PoE Switches & Media Converters

Tech Data Confidential 4 Reseller Enablement for New Transition Networks Customers Transition Networks Overview – PoE switches, injectors and media converters Alleviate the need for a power drop to be pulled at the camera PoE converters can alleviate the distance limitations of copper cabling – Market leader in media conversion products Media conversion: Making the conversion between disparate media types possible Copper-to-fiber media conversion products for IP video surveillance  Copper-to-fiber media conversion products  IP video in a copper UTP network is limited to ~100 meters  Transition Networks media converters enable you to extend coverage to up to 10km Cost-effectively improve bandwidth – Transition Networks is a 100% channel partner Sell only through Distribution, leveraging VAR’s like yourself

Tech Data Confidential 5 Reseller Enablement for New Transition Networks Customers Step 1: Leverage Transition’s Dedicated Resource at Tech Data – Call Kim Snyder, x82453 She will introduce you to your Transition Inside Sales Representative and Field Sales representative  If needed, your Transition team can do onsite joint calls to your end user to talk about their solutions Step 2: Once You Start Your Relationship with the Transition Team, You Can Take Advantage Of: – Evaluation unit program – Free schematic and design assistance – Any project over $10K can be registered for “Spec In” project pricing (to be considered for additional discounts) – Lifetime warranty on all products – Free post-sales technical support (24 hours a day) – Free software upgrades

Tech Data Confidential 6 Reseller Enablement for New Transition Networks Customers Step 3: Learn More about Transition’s Solutions through TN Connection – While no certification is required to sell Transition product, there are numerous resources at to educate resellers about media conversion solutions for video surveillance applicationswww.transition.com – Take the online self-paced training webinar focused on Media Conversion and Networking in Video Security and Surveillance Applications Available at Can be downloaded at your convenience, anytime – Other online TN Connection webinars available Offerings and schedule located at: aspxhttp:// aspx

Tech Data Confidential 7 Reseller Enablement for New Transition Networks Customers Step 4 : Attend one of Tech Data’s Technology Solutions Tour (TST) events in your area – Transition Networks will be at the TST’s this year Giving two 20-minute “Board Room” presentations at the event Participating in Business Connection Appointments; resellers have the opportunity to meet with Transition on-site and discuss opportunities Will be at showcase session with live demo – Dallas, January 20 th and 21 st, 2011

The Difference In Distribution